What is the most effective method for selling? Many people swear by word of mouth selling. But like anything that has value, it requires a particular mindset and dedication to the process. Listen to a referral selling expert on why it pays to be more selfless and less selfish.
WHAT YOU’LL LEARN FROM BRENNAN SCANLON, OWNER OF ASENTIV REFERRAL INSTITUTE & AN EXECUTIVE DIRECTOR OF (BNI) BUSINESS NETWORKING INTERNATIONAL
WHAT ARE THE BENEFITS OF REFERRAL SELLING? (5:20 in)
In Brennan’s words – The quality of the business you receive will be far better and less monetary injected, meaning you didn’t have to pay for that. It came to you through a relationship, not an ad.
Tip – Understand where people find trust – via reviews and recommendations from people they know.
WHAT’S THE DIFFERENCE BETWEEN LEADS, TIPS, AND REFERRALS? (8:10 in)
In Brennan’s words – It’s network. I am willing to work for other people in the hope that they work for me. Leads and tips are not work.
Tip – Evaluate the value you derive from leads, tips and referrals to see where you ought to be spending more of your time in selling.
WHAT’S THE MINDSET YOU NEED TO DO REFERRAL SELLING EFFECTIVELY? (9:58 in)
In Brennan’s words – You have to be a selfless person. You have to be willing to invest in relationships.
Tip – Figure out whether your mindset is relational or transactional.
WHAT MISTAKES DO PEOPLE MAKE IN REFERRAL SELLING? (13:30 in)
In Brennan’s words – People forget to look at things from other people’s perspective.
Tip – No one cares about what you do or what you offer until you care about their needs. Think of networking as planting seeds for tomorrow, not for sales today.
HOW SHOULD I RESPOND TO GOOD REFERRALS AND BAD REFERRALS? (16:42 in)
In Brennan’s words – Acknowledge the person who gave you the referral. Give your referring partner some feedback on how it went.
Tip – Guide people as to what is an ideal referral for you.